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The Closers
Same great book, new cover
- GenresBusiness
280 pages, Paperback
First published August 1, 2000
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108 people want to read
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Displaying 1 - 7 of 7 reviews
April 19, 2023
This is a classic of "old school" sales. Every sales rep should have a couple "old school" tools in their tool chest.
August 21, 2013
SUM TERTIUS - "I AM THIRD"
October 9, 2017
It seems that when a closer sees a customer, he sees a greedy sheep/child whom he can masterfully lead to what the closer determines is the best interest of the customer. "Every product is wonderful, and every wonderful thing has a cost..." (Tagline for The Closers movie.)
I guess the most valuable thing I learned from the book is that sales representatives have a place in the economy, to make sure that there are people willing to pay what it actually costs to produce items (or... willing to pay just a bit more?) Morally, they have a value as checks on the greed of customers. Otherwise, I guess their main value is as a tool of competition, to make sure "the other guy" doesn't have a chance to "close" the customer you have before you -- you've closed the customer first.
This book is certainly interesting, and, without having read any other books on sales, it seems like it could be one of the better ones. I'm not sure exactly when I'll use some of the random ideas I've gleaned from the book (random to me as a non-closer), but I think a number of them will come back to me. I'd give it 5 stars just for giving me 280 pages to think about closing, the process of leading someone to a more or less irrevocable decision. It's a fruitful metaphor for how we "settle" in life, become less alive and moral as we accept "reality". However, I give it 4 stars because it's a manipulative book, about manipulating other people and manipulating yourself into manipulating other people. It projects the narrative that other people need to and can be managed due to their foolishness, which is a dangerous narrative for both the managed and the manager. There's an elitism to it. One can see in our politicians the wolfish eyes of closers.
In this election year, I will mention that closers, sales representatives, differ from politicians in that many of them would rather not be manipulative, had to be closed themselves into becoming the kind of person who would "go for a sale". They probably just needed a job. And I guess I see more value in their job, having read this book.
I guess the most valuable thing I learned from the book is that sales representatives have a place in the economy, to make sure that there are people willing to pay what it actually costs to produce items (or... willing to pay just a bit more?) Morally, they have a value as checks on the greed of customers. Otherwise, I guess their main value is as a tool of competition, to make sure "the other guy" doesn't have a chance to "close" the customer you have before you -- you've closed the customer first.
This book is certainly interesting, and, without having read any other books on sales, it seems like it could be one of the better ones. I'm not sure exactly when I'll use some of the random ideas I've gleaned from the book (random to me as a non-closer), but I think a number of them will come back to me. I'd give it 5 stars just for giving me 280 pages to think about closing, the process of leading someone to a more or less irrevocable decision. It's a fruitful metaphor for how we "settle" in life, become less alive and moral as we accept "reality". However, I give it 4 stars because it's a manipulative book, about manipulating other people and manipulating yourself into manipulating other people. It projects the narrative that other people need to and can be managed due to their foolishness, which is a dangerous narrative for both the managed and the manager. There's an elitism to it. One can see in our politicians the wolfish eyes of closers.
In this election year, I will mention that closers, sales representatives, differ from politicians in that many of them would rather not be manipulative, had to be closed themselves into becoming the kind of person who would "go for a sale". They probably just needed a job. And I guess I see more value in their job, having read this book.
February 6, 2014
A great gift for young adults, newlyweds, and grandparents--surely it will often save them from ill-parting with their money, it would certainly have saved some of mine.
Many of the sales techniques presented caused me to laugh aloud at the audacity required, and just as many aroused righteous indignation.
The Closers does however have some merit and provides an "insiders" look into sales psychology while presenting some valid and ethical techniques.
The honest, principled sales professional will readily reject much of what is presented. Techniques to take advantage of a person's trust, naivete, and ignorance abound in the book. Also, how to shame, guilt, and embarrass the prospect into buying.
The book ends with sage advice, "Put God first in your life, the other fellow second, and yourself always third." Sadly, this is in logical conflict with much of the previous content.
Many of the sales techniques presented caused me to laugh aloud at the audacity required, and just as many aroused righteous indignation.
The Closers does however have some merit and provides an "insiders" look into sales psychology while presenting some valid and ethical techniques.
The honest, principled sales professional will readily reject much of what is presented. Techniques to take advantage of a person's trust, naivete, and ignorance abound in the book. Also, how to shame, guilt, and embarrass the prospect into buying.
The book ends with sage advice, "Put God first in your life, the other fellow second, and yourself always third." Sadly, this is in logical conflict with much of the previous content.
July 29, 2011
Well, if you're into "sales techniques" books, this one isn't bad. It does focus well on one thing that many salespeople fail to do: to take a sale that they've started and to go after the business and FINISH it. Good book to read if you work on commission.
January 27, 2013
This is the first book I read that helped launch me into a successful sales career. A must read!
February 23, 2014
Great hard core book on sales psychology and closing techniques.
Displaying 1 - 7 of 7 reviews